No More Cold Calling

DECEMBER 7, 2023

Bring Joanne Black into your company, sales conference, or attend a webinar. Challenge the Status Quo with Referral Selling Challenge and change your sales process: business development, prospecting, pipeline—all of it. Contact Joanne. The post The Irrefutable Referral Business Case appeared first on No More Cold Calling.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

JANUARY 28, 2018

We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. So, it makes sense that people think I believe referrals are the only way to ensure qualified sales lead generation. They ended up cold calling.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

APRIL 16, 2020

And for more on selling during a global crisis, listen to my recent BrightTALK webinar, “ How to Recession-Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting. Featured image attribution: fauxels ).

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

OCTOBER 4, 2018

But here’s what they’re missing on referral B2B lead generation. Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. A huge problem today is the belief that sales lead generation can be automated. It’s just how B2B lead generation works.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

FEBRUARY 13, 2020

And for a contrarian point of view about cold calling, register for my FREE 28-minute webinar: Score Meetings with Prospects in One Call. Read Arussy’s post for a contrarian message about strategy and why you’d better pay attention. You’ll find out why you aren’t getting the referrals you think you should—and what to do about it.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

No More Cold Calling

NOVEMBER 2, 2017

You should be focused on lead generation for 2018. It’s easy for account based sales reps to get overwhelmed or distracted and to neglect lead generation. How does your account based selling team ensure only qualified sales leads go into the pipeline? Get Your Priorities Straight. Selling is time-consuming work.

Account 180

Account Closing Sales Qualified Lead Referrals 180

No More Cold Calling

JULY 31, 2016

During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges. In the meantime, learn more about referral selling in this month’s blog posts from No More Cold Calling: This Is the Biggest Lead Generation Mistake on Social Media.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

No More Cold Calling

OCTOBER 29, 2017

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals, but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? After a long pause, her response was, “I don’t know.”

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Year after year, “the inability to generate qualified leads” tops CSO Insights’ list of B2B sales challenges. The lead generation problem is chronic and increasing.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

JANUARY 29, 2020

It starts with inbound leads—responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. At most companies, prospecting is a balancing act that doesn’t always work so well.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

JANUARY 21, 2016

Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age. Wake-up call: You’re in the wrong job if you believe everything you hear about lead generation techniques. Believe that Buyer 2.0 drives the sales process?

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

No More Cold Calling

JANUARY 25, 2010

Our smartest, tried & true business-development, lead-generation, deal-closing tool has always been ourselves. Cloud computing enables geographically distributed sales teams superpowerful, functional, collaborative sales tools (lead-generation, database and document access). But who really seals the deal?

Face-to-face 191

Face-to-face Social Media Distribution Lead Generation 191

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. According to the CSO Insights “2016 Sales Performance Optimization Study,” only one in two companies say sales and marketing have a formal definition of a qualified lead.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

JUNE 29, 2023

Now, we’ve created a webinar about the science (and art) of referral selling. Read “ Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator.” Your B2B Lead Generation Sucks … 5 Reasons Why Are you looking for your B2B sales leads in all the wrong places?

Referrals 177

Referrals Channels Cold Calling Scale 177

No More Cold Calling

SEPTEMBER 6, 2018

They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. You could argue otherwise, but unless leaders commit to referral selling as their #1 outbound lead generation approach and provide their teams with the opportunity to build referral skills, nothing happens.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

No More Cold Calling

JUNE 10, 2021

The program consisted of eight 30-minute webinars plus live facilitation. I no longer need to tell people why referrals are the best qualified lead generation ever. But that is not the experience most salespeople have. I developed an online program in 2012. (I I forgot the year and had to look it up.) What an amazing experience!

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

No More Cold Calling

OCTOBER 5, 2017

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? After a long pause, her response was, “I don’t know.”

Referrals 279

Referrals Top of Funnel Account Scale 279

No More Cold Calling

JANUARY 18, 2018

So, it makes sense that people think I believe referrals are the only way to ensure qualified sales lead generation. Your inbound sales lead generation strategies stay—blogs, webinars, podcasts, nurture marketing, website, eBooks, whitepapers, surveys, you name it. Outbound is the operative word.

Referrals 204

Referrals Account Cold Calling Scale 204

No More Cold Calling

FEBRUARY 25, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. It stalls your process, and it isn’t how to generate leads. Does Sales Lead Generation Really Require a College Degree?

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

No More Cold Calling

APRIL 24, 2014

If you are interested in (1) List Building / Email Marketing, (2) Online Traffic / Lead Generation and (3) Make Money Online, get my resources (PDF reports and videos) for FREE! If this person had read my profile, she would know I don’t buy lists and that I do my own lead generation through referral-based selling.

LinkedIn 212

LinkedIn Cold Calling Social Media Referrals 212

No More Cold Calling

JULY 31, 2014

To help illustrate this point, we did a waterfall analysis of 300 leads, generated by a recent webinar. At our early-stage technology company, 100 percent of clients have required multiple phone conversations before they were ready to sign up for our sales platform. High-Touch Trumps High-Tech.

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304